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Pharmaceutical Executive January 1, 2013 Al Topin	The Doctor-Patient Disconnect Doctor-patient conversations aren't always what we think; this basic interaction represents both a problem and an opportunity for today's drug marketers, says the author.
Managed Care August 2000 Frank Diamond	Nurse Practitioners Inch onto the Field Thanks, in part, to new federal guidelines, this "invisible player" is starting to be noticed. Can NPs do more than fill niches?
Pharmaceutical Executive September 1, 2012 Al Topin	Doctors' Words No Longer Gospel In the digital age, physicians don't call the shots when it comes to healthcare guidance. Marketers must appeal to multiple sources in seeking ways to garner patient adherence and loyalty.
Pharmaceutical Executive March 1, 2013 Al Topin	Less Selling, More Time What can happen when pharmaceutical reps focus on the physician-patient conversation?
Pharmaceutical Executive October 1, 2011	Arming up for the Digital Revolution As a longtime advocate of new approaches to meeting customer needs in pharma, Martin Wygod sees the biggest change as the coming growth of digital platforms as the principal source of information and communication in healthcare.
Pharmaceutical Executive May 1, 2005 Steven Tarnoff	How to Keep Out of Regulatory Quicksand Pharma sales teams may soon need law degrees just to keep up with the changes in federal and state mandates.
Managed Care August 2005 Abourjaily et al.	Evaluating the Nondrug Costs of Formulary Coverage Restrictions Substantial nondrug costs result from switching prescribed medications in response to changes in insurance coverage, and many non-reimbursed costs shift to providers and patients.
Pharmaceutical Executive April 1, 2006 David Duplay	Marketing to Professionals: A Sample Plan Sure, pharmaceutical e-sampling can save money. But there are plenty of other reasons to use it.
Pharmaceutical Executive May 1, 2006 Musacchio & Hunkler	More Than a Game of Keep Away The Prescribing Data Restriction Program takes effect in July. The AMA explains how individual doctors can keep their prescribing habits safe from reps, and how pharma can keep using the anonymous data -- if the industry polices itself.
Pharmaceutical Executive September 1, 2005 Mittman & Secor	Direct to Consumer: Perpetuating Prescribing Myths Misleading language in direct to consumer drug ads leads to patient confusion and the frustration of nurse practitioners and physician assistants.
Pharmaceutical Executive January 1, 2007 Jeffrey Zornitsky	Sales Management: Get Committed By better managing relationships with physicians, pharma companies can develop a base of dedicated prescribers.
Pharmaceutical Executive June 1, 2007 Jack Schember	Sales Management: Cleaning House A well-maintained database is the key to maximum doctor outreach.
Pharmaceutical Executive October 1, 2006 Scott Hull	Back to the Future? Some states want to block access to doctor-level prescribing data. And the AMA helps members keep prescription records away from sales reps. An "old timer" remembers how he sold before databases came along.
Pharmaceutical Executive June 1, 2005 Patrick Burns	Sales Management: A Sample Plan One of the pharma industry's most important promotional tools is also one of its least understood. Here are new approaches to measuring the impact of sampling--and giving reps the tools they need to use samples better.
Managed Care February 2001	Some primary care salary increases lag behind other health care professionals Depending on the flavor of primary care a physician practices, cumulative pay increases over the last five years have either been very good, in comparison to other health care professionals -- or very poor...
Pharmaceutical Executive October 1, 2005 Mike Iafolla & Steve Greco	Under the Influence The number of influences that affect physicians' prescribing has increased and rep saturation has reached the tipping point, resulting in "customer fatigue." Companies must now take into account a plethora of influences when planning their sales and marketing efforts.
Pharmaceutical Executive July 1, 2012 Al Topin	Marketing: Why the Conversation Has Changed -- Forever At its core, pharma marketing is about conversations. Dynamic, persuasive conversations between companies and healthcare stakeholders. But one time it was simple; now it's not.
Pharmaceutical Executive May 1, 2005 Jason Hogg	Marketing to Professionals: Diagnosing MD Behavior A centralized database allows pharma marketers to truly know doctors.
Pharmaceutical Executive December 1, 2006 White & Macchio	Marketing to Professionals: Fax Me! Don't throw away that machine just yet. All docs haven't switched to e-mail.
Pharmaceutical Executive July 1, 2011 Cabacungan & Clark	New Ways to Gain New Brand Insights If you can learn to understand patient and physician behavior, you are well on your way to strengthening the position of your product.
Pharmaceutical Executive September 1, 2006	Sewing Up New Sales Simple, elegant lines are the backbone of any good design, including a new sales model. Get that right, and your model can be tailored to fit any customer.
Pharmaceutical Executive February 1, 2011 Scott Moldenhauer	Accelerated Evolution Adapting training techniques for pharmaceutical sales representatives is necessary to thrive in the fact-changing dynamic of a physician's office
Managed Care May 2002 Bob Carlson	Team-Care Approach Catching On A team approach is likely to gain ground for at least two reasons: First, demographic data suggest that the demand for health care services will exceed supply in the next decade, especially in geriatric specialties. Second, rising health care costs will increase pressures to use resources more appropriately
Pharmaceutical Executive July 3, 2007 LeVine & Zucker	Marketing to Professionals: Professional Promotion Through Patient Understanding Patient-feedback programs can go a long way in helping physicians understand which drugs work.
CRM November 2009 Lauren McKay	Pharmaceuticals -- CRM Undergoes an Experimental New Treatment An older CRM vertical gets a new dose of on-demand technology.
Job Journal July 3, 2005 Julia Hollister	Nursing: The Pulse of California Healthcare Desperate hospital recruiters up the ante with signing bonuses for RNs and LPNs. In fact, many hospitals, under pressure to lower costs, are using licensed vocational nurses (LVNs) in place of registered nurses wherever allowed.
Pharmaceutical Executive September 1, 2006 John Ryder	Sales Management: Palm-sized Payoff Reps are gaining access to detail-adverse physicians by offering large software content in small packages.
Pharmaceutical Executive April 1, 2012	Medical Meetings: Docs Speak Out Three physicians took the stage at the fourth annual West Coast Life Sciences Meeting Management Forum to explain their perspective on healthcare reform, online versus live education, and more.
Pharmaceutical Executive May 1, 2005 Ame Wadler	PR: In the Loop Pharma marketers can help doctors stay abreast of the news.
Job Journal July 13, 2008	Career Snapshot: Medical Assistants With both clinical and administrative skills, medical assistants are just what the doctor ordered.
Pharmaceutical Executive February 1, 2006 Nappi & Rodgers	Marketing to Professionals: Streamlined Scheduling Better scheduling of sales visits can increase doctors' receptivity to pharmaceutical reps.
Pharmaceutical Executive March 1, 2009 Brittany Agro	The New Sales Force The arms race is over, and it's time to reinvent pharma sales. Here's what forward-looking companies are experimenting with, and how it's working.
Pharmaceutical Executive September 1, 2006 Richard B. Vanderveer	The Information Diet How, when, and why physicians consume information.
The Motley Fool September 15, 2011 Frank Vinluan	GSK's New Drug Marketing Model: Pharma Reps As Educators, Not Sellers The conversation between sales reps and doctors today is vastly different compared to one year ago.
Pharmaceutical Executive September 1, 2010 Marylyn Donahue	With a Little Help from their Peers Physician meetings drive prescribing behavior, but what are the marketing meetings doctors prefer, and who are they listening to?
HBS Working Knowledge March 26, 2014 Dina Gerdeman	How Electronic Patient Records Can Slow Doctor Productivity Electronic health records are sweeping through the medical field, but some doctors report a disturbing side effect. Instead of becoming more efficient, some practices are becoming less so. Robert Huckman's research explains why.
Job Journal August 3, 2008	Career Snapshot: Nurse Practitioner Nurse practitioners are essential to meet the growing need for high-level healthcare.
Pharmaceutical Executive June 1, 2006 Cindy D'Aoust	Who's Coming to Meetings? Need to attract the "right" physicians to a promotional meeting? Have to do it on a budget while following new compliance rules? Check out this new survey to see how the rest of pharma lives with a shifting promotional landscape.
Bio-IT World March 2006 Charles Firneno	Physician Portals Fill the Gap Multifunctional physician/patient portals can provide insight into value and product performance issues. Such insight can be combined with medical claims and pharmacy data as well as with blinded safety data to provide an organic view of product performance.
Pharmaceutical Executive March 1, 2011 Jerry Coamey	Engage the Physician! New research shows that gauging the mind of the clinician is crucial to timely uptake of the new diagnostic tools offered by the genomic revolution
Pharmaceutical Executive April 10, 2014	Obama Policies Reshape Pharma Marketing Health reform initiatives promote transparency, challenge reimbursement, writes Jill Wechsler.
AskMen.com April 15, 2001 Joshua Levine	Choosing The Right Doctor Choosing a doctor is one of the most important decisions you can make. It's probably best made when you are healthy and have some time to think about a number of possibilities. If you don't have a doctor or are thinking about changing doctors, now may be the best time to look...
Pharmaceutical Executive May 1, 2011 Robert Neumann	iDeal Tool of Sales Trade The sleek, portable iPad, coupled with customized apps, gives sales reps a leg up.
Managed Care May 2007	Compensation Monitor Most docs break bread with pharma.
Pharmaceutical Executive August 1, 2011 Jennifer Ringler	The Adherence Fight: A TKO? Why does the match against medicines compliance always seem to end in an easy knockout?
Pharmaceutical Executive February 1, 2014 Anbil et al.	Managed Markets: Positioning Your Product For Success with Pull Through Strategies A patient-centric approach to drug development delivers the benefits that actually create value
Nursing Management September 2010 Richard Hader	The evidence that isn't... Interpreting research When patients seek a healthcare practitioner for services, they believe that the delivered care is based on proven science. But reality is far from patient perception. In fact, most care is still based on anecdote, not evidence.
Pharmaceutical Executive January 1, 2012 Elys Roberts & Sarah Phillips	The Emergence of the Pro-Patient How can pharma embrace and interact with increasingly informed and demanding patients to bring positive outcomes for all?
Pharmaceutical Executive May 1, 2012	The Personal Touch in Digital Promotion The shift from sales rep meetings to digital selling methods must include innovation and a physician-centered mindset in order to be successful.
American Journal of Nursing September 2011 Adams & Tolich	Original Research: Blood Transfusion: The Patient's Experience This study therefore sought to identify how well patients understand the role of blood transfusion in their treatment and whether it causes them discomfort.